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C-Suite Chats With Christian Valiulis, November 2018
Our very own CRO, Christian Valiulis, is a member of the Forbes Business Development Council. Once a month, these members come together for Q&A sessions about relevant, important topics in the business world. The council recently touched on ways to negotiate sales and business deals to identifying hot new markets. Here’s what Christian had to say:
1. What’s one IT solution you’ve implemented to meet one of your biz dev goals that you recommend other executives try? Name the goal you were trying to achieve.
Christian: Online Meeting Tools
Use systems like Zoom or Calendly to create a personal, interactive meeting experience with remote workers, clients, prospects and partners. Online meeting tools give everyone the freedom to coordinate schedules for more valuable conversations, regardless of a person’s location. Video and screen-share tools also allow for more productive meetings, as everyone can be an active participant in the meetings.
As a developing business, you have probably dealt with the inevitable growing pains most businesses endure as they are growing their business. These pain points include unproductive meetings, too many customers to manage manually, and unstructured project management. The Forbes Business Development Council shares their advice on IT solutions that can help you reach business development goals: Seven IT Solutions That Could Help You Reach Your Business Development Goals.
2. Name one sales skill needed to improve lead conversion. What has been your experience with honing this skill, whether for yourself or your team?
Christian: Structured Roleplays
Use a detailed discovery process from the start of the sales cycle to ensure a high-quality pipeline. This can only happen if your sales team knows how to have the necessary conversations with leads. By having scenario-based, structured roleplay between manager and salesperson, you can prepare your team for any objections or questions a prospect may throw their way.
Sales teams not only need to have the skills to sell their products and services, but they also need to know how to manage their quotas and convert leads. Determine what skills your sales teams need to learn from the Forbes Business Development Council: 12 Skills Your Sales Team Can Use To Convert More Leads.
3. How do you identify hot new markets, and what is one practical step executives can take for reaching that market?
Christian: Have Front-Line Conversations
What conversations are happening on the front lines of your company? Executives need to have a direct information feedback loop about what’s being said to identify emerging trends within the market. Be sure you’re open-minded and flexible when you’re evaluating the findings from the feedback loop, as that’s how you can happen upon your fortunate accidents and spontaneous opportunities.
Reaching new markets can seem like a daunting task for growing businesses, but with the right tools, your business can strategically enter hot new markets at the correct time. From understanding your customers’ buying process to conducting discovery-focused market research, read Six Ways To Identify And Reach A Hot New Market from the Forbes Business Development Council.
4. What’s your best negotiation tip? Share an anecdote where this went well for you or your company.
Christian: Focus On A Win-Win Outcome
The whole reason for a negotiation is for both parties to benefit from the outcome. Instead of trying to utilize “tricks” to get what you want, understand the end goal of the other party. In other words, don’t fall into the zero-sum, winner-takes-all game. Work together to come to a solution where both parties walk away equally benefiting from the results of the negotiated deal.
Being able to negotiate sales and business deals takes practice, but is a vital skill to have in order to grow your business. Negotiating can be very nerve-racking, especially if you are negotiating a sale that will propel your business into major business growth. The Forbes Business Development Council shares how they Land Bigger, Better Deals With These 11 Negotiation Tips.
About Forbes Business Development Council:
About Christian Valiulis
Chief Revenue Officer Christian Valiulis at APS is a member of the Forbes Business Development Council. As a national human capital management and full-service payroll processing company, APS delivers a unified cloud solution backed by guaranteed payroll tax compliance services. Christian oversees marketing and sales, channel partnerships, and strategic product and service alliances. Connect with him on LinkedIn to stay up-to-date with his most recent publications.
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